-
1
-
-
0141886607
-
The Selling Situation as a Moderator of the Personality - Sales Performance Relationship: An Empirical Investigation
-
November
-
Avila, Ramon A., and Edward F. Fern (1986), "The Selling Situation as a Moderator of the Personality - Sales Performance Relationship: An Empirical Investigation," Journal of Personal Selling & Sales Management, 6, 3 (November), 53-63.
-
(1986)
Journal of Personal Selling & Sales Management
, vol.6
, Issue.3
, pp. 53-63
-
-
Avila, R.A.1
Fern, E.F.2
-
2
-
-
38249044062
-
Matching Salesman to the Selling Job
-
February
-
Avlonitis, George J., Kevin A. Boyle, and Athanassios G. Kouremenos (1986), "Matching Salesman to the Selling Job," Industrial Marketing Management, 15, 1 (February), 45-65.
-
(1986)
Industrial Marketing Management
, vol.15
, Issue.1
, pp. 45-65
-
-
Avlonitis, G.J.1
Boyle, K.A.2
Kouremenos, A.G.3
-
3
-
-
0002860894
-
Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model
-
Summer
-
Babakus, Emin, David W. Cravens, Mark Johnston, and William C. Moncrief (1996), "Examining the Role of Organizational Variables in the Salesperson Job Satisfaction Model," Journal of Personal Selling & Sales Management, 16, 3 (Summer), 33-46.
-
(1996)
Journal of Personal Selling & Sales Management
, vol.16
, Issue.3
, pp. 33-46
-
-
Babakus, E.1
Cravens, D.W.2
Johnston, M.3
Moncrief, W.C.4
-
4
-
-
84964116962
-
A Unified Model of Turnover from Organizations
-
Bluedorn, Allen C. (1982), "A Unified Model of Turnover from Organizations," Human Relations, 35 (2), 135-153.
-
(1982)
Human Relations
, vol.35
, Issue.2
, pp. 135-153
-
-
Bluedorn, A.C.1
-
5
-
-
85009648940
-
Interrelationships of Role Conflict, Role Ambiguity, and Work-Family Conflict with Different Facets of Job Satisfaction and the Moderating Effects of Gender
-
Spring
-
Boles, James S., John Andy Wood, and Julie Johnson (2003), "Interrelationships of Role Conflict, Role Ambiguity, and Work-Family Conflict with Different Facets of Job Satisfaction and the Moderating Effects of Gender," Journal ofPersonal Selling & Sales Management, 23, 2 (Spring), 99-113.
-
(2003)
Journal ofPersonal Selling & Sales Management
, vol.23
, Issue.2
, pp. 99-113
-
-
Boles, J.S.1
Andy Wood, J.2
Johnson, J.3
-
6
-
-
21144480256
-
Antecedents and Consequences of Salesperson Job Satisfaction: A Meta-Analysis and Assessment of Causal Effects
-
February
-
Brown, Stephen P. , and Robert A. Peterson (1993), "Antecedents and Consequences of Salesperson Job Satisfaction: A Meta-Analysis and Assessment of Causal Effects," Journal of Marketing, 30, 1 (February), 63-77.
-
(1993)
Journal of Marketing
, vol.30
, Issue.1
, pp. 63-77
-
-
Brown, S.P.1
Peterson, R.A.2
-
7
-
-
0001518205
-
The Determinants of Salesperson Performance: A Meta-Analysis
-
May
-
Churchill, Gilbert A., Jr., Neil M. Ford, Steven W. Hartley, and Orville C. Walker, Jr. (1985), "The Determinants of Salesperson Performance: A Meta-Analysis," Journal of Marketing Research, 22, 2 (May), 103-118.
-
(1985)
Journal of Marketing Research
, vol.22
, Issue.2
, pp. 103-118
-
-
Churchill Jr., G.A.1
Ford, N.M.2
Hartley, S.W.3
Walker Jr., O.C.4
-
8
-
-
0004256092
-
-
6th ed, Homewood, IL: Irwin
-
- , - , Orville C. Walker, Jr., Mark W. Johnston, and John F. Tanner, Jr. (2000), Sales Force Management, 6th ed., Homewood, IL: Irwin.
-
(2000)
Sales Force Management
-
-
Churchill Jr., G.A.1
Ford, N.M.2
Hartley, S.W.3
Walker Jr., O.C.4
Walker Jr., O.C.5
Johnston, M.W.6
Tanner Jr., J.F.7
-
9
-
-
38249023531
-
Psychometric Assessment of a Reduced Version of INDSALES
-
Comer, James M., Karen A. Machleit, and Rosemary R. Lagace (1989), "Psychometric Assessment of a Reduced Version of INDSALES," Journal of Business Research, 18 (4), 291-302.
-
(1989)
Journal of Business Research
, vol.18
, Issue.4
, pp. 291-302
-
-
Comer, J.M.1
Machleit, K.A.2
Lagace, R.R.3
-
10
-
-
0001947859
-
A Conceptual Scheme and Procedure for Classifying Sales Positions
-
Summer
-
Darmon, René Y. (1998), "A Conceptual Scheme and Procedure for Classifying Sales Positions," Journal of Personal Selling & Sales Management, 18, 3 (Summer), 31-46.
-
(1998)
Journal of Personal Selling & Sales Management
, vol.18
, Issue.3
, pp. 31-46
-
-
Darmon, R.Y.1
-
11
-
-
1842510592
-
Success is in the E-Tails
-
Spring
-
Davidson, Terry, and Eugene Sivadas (2004), "Success is in the E-Tails," Marketing Health Services, 24, 1 (Spring), 20-26.
-
(2004)
Marketing Health Services
, vol.24
, Issue.1
, pp. 20-26
-
-
Davidson, T.1
Sivadas, E.2
-
12
-
-
51249171594
-
A Path-Analytic Study of a Model of Salesperson Performance
-
Spring
-
Dubinsky, Alan J., and Steven W. Hartley (1986), "A Path-Analytic Study of a Model of Salesperson Performance," Journal of the Academy of Marketing Science, 14, 1 (Spring), 36-46.
-
(1986)
Journal of the Academy of Marketing Science
, vol.14
, Issue.1
, pp. 36-46
-
-
Dubinsky, A.J.1
Hartley, S.W.2
-
13
-
-
67649998445
-
-
Fry, Louis W., Charles M. Futrell, A. Parasuraman, and Margaret A. Chmielewski (1986), An Analysis of Alternative Causal Models of Salesperson Role Perceptions and Work-Related Attitudes, Journal of Marketing Research, 23, 2 (May), 153-163.
-
Fry, Louis W., Charles M. Futrell, A. Parasuraman, and Margaret A. Chmielewski (1986), "An Analysis of Alternative Causal Models of Salesperson Role Perceptions and Work-Related Attitudes," Journal of Marketing Research, 23, 2 (May), 153-163.
-
-
-
-
15
-
-
67649982832
-
-
Honeycutt, Earl D., John B. Ford, and Antonis Simintiras (2003), Sales Management: A Global Perspective, 1st ed., London: Routledge.
-
Honeycutt, Earl D., John B. Ford, and Antonis Simintiras (2003), Sales Management: A Global Perspective, 1st ed., London: Routledge.
-
-
-
-
16
-
-
67649945768
-
-
Johnston, Mark W., and Greg W. Marshall (2003), Churchill/ Ford/Walker's Sales Force Management, 7th ed., Boston: McGraw-Hill/Irwin.
-
Johnston, Mark W., and Greg W. Marshall (2003), Churchill/ Ford/Walker's Sales Force Management, 7th ed., Boston: McGraw-Hill/Irwin.
-
-
-
-
17
-
-
0010737998
-
The Mystique of Super-Salesmanship
-
March-April
-
McMurray, Robert N. (1961), "The Mystique of Super-Salesmanship, " Harvard Business Review, 39, 2 (March-April), 113-122.
-
(1961)
Harvard Business Review
, vol.39
, Issue.2
, pp. 113-122
-
-
McMurray, R.N.1
-
18
-
-
0002295813
-
Selling Activity and Sales Position Taxonomies for Industrial Sales Forces
-
August
-
Moncrief, William C. (1986a), "Selling Activity and Sales Position Taxonomies for Industrial Sales Forces," Journal of Marketing Research, 23, 3 (August), 261-270.
-
(1986)
Journal of Marketing Research
, vol.23
, Issue.3
, pp. 261-270
-
-
Moncrief, W.C.1
-
19
-
-
38249040345
-
Ten Key Activities of Industrial Salespeople
-
November
-
- (1986b), "Ten Key Activities of Industrial Salespeople," Industrial Marketing Management, 15, 4 (November), 309-317.
-
(1986)
Industrial Marketing Management
, vol.15
, Issue.4
, pp. 309-317
-
-
Moncrief, W.C.1
-
20
-
-
45449126390
-
Five Types of Industrial Sales Jobs
-
May
-
- (1988), "Five Types of Industrial Sales Jobs," Industrial Marketing Management 17, 2 (May), 161-167.
-
(1988)
Industrial Marketing Management
, vol.17
, Issue.2
, pp. 161-167
-
-
Moncrief, W.C.1
-
21
-
-
10344249982
-
The Evolution of the Seven Steps of Selling
-
January
-
- , and Greg W. Marshall (2005), "The Evolution of the Seven Steps of Selling," Industrial Marketing Management, 34, 1 (January), 13-22.
-
(2005)
Industrial Marketing Management
, vol.34
, Issue.1
, pp. 13-22
-
-
Moncrief, W.C.1
Marshall, G.W.2
-
22
-
-
29544437461
-
Examining the Antecedents and Consequences of Salesperson Job Stress
-
- , Emin Babakus, David W. Cravens, and Mark W. Johnston (1997), "Examining the Antecedents and Consequences of Salesperson Job Stress," European Journal of Marketing, 31 (11-12), 786-799.
-
(1997)
European Journal of Marketing
, vol.31
, Issue.11-12
, pp. 786-799
-
-
Moncrief, W.C.1
Marshall, G.W.2
Babakus, E.3
Cravens, D.W.4
Johnston, M.W.5
-
23
-
-
33845715263
-
The Measurement of Organizational Commitment
-
Mowday, Richard T., Richard M. Steers, and Lyman W. Porter (1979), "The Measurement of Organizational Commitment," Journal of Vocational Behavior, 14 (2), 224-247.
-
(1979)
Journal of Vocational Behavior
, vol.14
, Issue.2
, pp. 224-247
-
-
Mowday, R.T.1
Steers, R.M.2
Porter, L.W.3
-
24
-
-
67649967464
-
Get the Most Out of Your Salesforce
-
September-October
-
Newton, Derek A. (1969), "Get the Most Out of Your Salesforce," Harvard Business Review, 47, 5 (September-October), 130-143.
-
(1969)
Harvard Business Review
, vol.47
, Issue.5
, pp. 130-143
-
-
Newton, D.A.1
-
25
-
-
0141907688
-
Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies
-
Podsakoff, Philip M., Scott B. MacKenzie, Jeong-Yeon Lee, and Nathan P. Podsakoff (2003), "Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies," Journal of Applied Psychology, 88 (5), 879-903.
-
(2003)
Journal of Applied Psychology
, vol.88
, Issue.5
, pp. 879-903
-
-
Podsakoff, P.M.1
MacKenzie, S.B.2
Lee, J.-Y.3
Podsakoff, N.P.4
-
26
-
-
84947069278
-
The Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople
-
Summer
-
Rhoads, Gary K., Jagdip Singh, and Phillips W. Goodell (1994), "The Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople," Journal of Personal Selling & Sales Management, 14, 3 (Summer), 1-24.
-
(1994)
Journal of Personal Selling & Sales Management
, vol.14
, Issue.3
, pp. 1-24
-
-
Rhoads, G.K.1
Singh, J.2
Goodell, P.W.3
-
27
-
-
0000846972
-
Role Conflict and Ambiguity in Complex Organizations
-
June
-
Rizzo, John R., Robert J. House, and Sidney I. Lirtzman (1970), "Role Conflict and Ambiguity in Complex Organizations," Administrative Science Quarterly, 15, 2 (June), 150-163.
-
(1970)
Administrative Science Quarterly
, vol.15
, Issue.2
, pp. 150-163
-
-
Rizzo, J.R.1
House, R.J.2
Lirtzman, S.I.3
-
28
-
-
12144272522
-
A Simulation Study to Investigate the Use of Cutoff Values for Assessing Model Fit in Covariance Structure Models
-
July
-
Sharma, Subhash, Soumen Mukherjee, Ajith Kumar, and William R. Dillon (2005), "A Simulation Study to Investigate the Use of Cutoff Values for Assessing Model Fit in Covariance Structure Models," Journal of Business Research, 58, 7 (July), 935-943.
-
(2005)
Journal of Business Research
, vol.58
, Issue.7
, pp. 935-943
-
-
Sharma, S.1
Mukherjee, S.2
Kumar, A.3
Dillon, W.R.4
-
29
-
-
0032366302
-
Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople
-
July
-
Singh, Jagdip (1998), "Striking a Balance in Boundary-Spanning Positions: An Investigation of Some Unconventional Influences of Role Stressors and Job Characteristics on Job Outcomes of Salespeople," Journal of Marketing, 62, 3 (July), 69-86.
-
(1998)
Journal of Marketing
, vol.62
, Issue.3
, pp. 69-86
-
-
Singh, J.1
-
30
-
-
0030486253
-
Do Organizational Practices Matter in Role Stress Processes? A Study of Direct and Moderating Effects for Marketing-Oriented Boundary Spanners
-
July
-
- , Willem Verbeke, and Garry K. Rhoads (1996), "Do Organizational Practices Matter in Role Stress Processes? A Study of Direct and Moderating Effects for Marketing-Oriented Boundary Spanners," Journal of Marketing, 60, 3 (July), 69-86.
-
(1996)
Journal of Marketing
, vol.60
, Issue.3
, pp. 69-86
-
-
Singh, J.1
Verbeke, W.2
Rhoads, G.K.3
-
31
-
-
85009539189
-
Managing Salesperson Motivation in a Territory Realignment
-
Fall
-
Smith, Kirk, Eli Jones, and Edward Blair (2000), "Managing Salesperson Motivation in a Territory Realignment," Journal of Personal Selling & Sales Management, 20, 4 (Fall), 215-227.
-
(2000)
Journal of Personal Selling & Sales Management
, vol.20
, Issue.4
, pp. 215-227
-
-
Smith, K.1
Jones, E.2
Blair, E.3
-
32
-
-
85009592637
-
Personality and Attractiveness of Activities Within Sales Jobs
-
Winter
-
Stevens, Charles D., and Gerrard Macintosh (2003), "Personality and Attractiveness of Activities Within Sales Jobs," Journal of Personal Selling & Sales Management, 23, 1 (Winter), 23-38.
-
(2003)
Journal of Personal Selling & Sales Management
, vol.23
, Issue.1
, pp. 23-38
-
-
Stevens, C.D.1
Macintosh, G.2
-
33
-
-
21344494683
-
Learning Orientation, Working Smart, and Effective Selling
-
July
-
Sujan, Harish, Barton A. Weitz, and Nirmalya Kumar (1994), "Learning Orientation, Working Smart, and Effective Selling," Journal of Marketing, 58, 3 (July), 39-53.
-
(1994)
Journal of Marketing
, vol.58
, Issue.3
, pp. 39-53
-
-
Sujan, H.1
Weitz, B.A.2
Kumar, N.3
-
34
-
-
17844373812
-
-
Tanner, John F. , Jr., and Shannon Shipp (2005), Sales Technology Within the Salesperson's Relationships: A Research Agenda, Industrial Marketing Management, 34, 4 (May), 305-312.
-
Tanner, John F. , Jr., and Shannon Shipp (2005), "Sales Technology Within the Salesperson's Relationships: A Research Agenda," Industrial Marketing Management, 34, 4 (May), 305-312.
-
-
-
-
35
-
-
0000182481
-
Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research
-
14, 2 May
-
Walker, Orville C., Jr., Gilbert A. Churchill, Jr., and Neil M. Ford (1977), "Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research," Journal of Marketing Research, 14, 2 (May), 156-168.
-
(1977)
Journal of Marketing Research
, pp. 156-168
-
-
Walker Jr., O.C.1
Churchill Jr., G.A.2
Ford, N.M.3
-
36
-
-
0004192518
-
-
5th ed, Homewood, IL: Irwin
-
Weitz, Barton A., Stephen B. Castleberry, and John F. Tanner, Jr. (2004), Selling: Building Partnerships, 5th ed., Homewood, IL: Irwin.
-
(2004)
Selling: Building Partnerships
-
-
Weitz, B.A.1
Castleberry, S.B.2
Tanner Jr., J.F.3
|